Alice Heiman

JULY 8, 2020

A great and cost-effective way to keep your sales team learning is to have them read the latest sales books. But, which books should they read? F inding great sales books can be overwhelming. When you type “sales books” into Amazon, there are over 100,000 results. . Follow Up and Close the Sale .

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Hiring Sales Leadership Follow-up Quota 154

Alice Heiman

SEPTEMBER 9, 2020

More books! In our last book round-up , I shared 3 sales books you could recommend to your sales leadership for cost-effective learning opportunities and book clubs. I’d love to hear their thoughts on the books if they did! . Below are 4 more great sales books I recommend for you and your team. .

Negotiation 164

Negotiation Cold Calling Compensation Exact 164

Mr. Inside Sales

FEBRUARY 7, 2020

What characteristics make up leadership? These are just a few of the crucial questions that Doris Kearns Goodwin answers in her new book: Leadership In Turbulent Time s. If you enjoy reading about and learning from history, then you’ll love this new book. Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 159

Face-to-face Gatekeeper Inside Sales Decision Maker 159

SocialSellinator

SEPTEMBER 14, 2023

Introduction: The Importance of Social Selling in Today's Digital Age In an era where the digital sphere heavily influences buying decisions, mastering social selling has never been more critical. For heads of marketing and digital marketing departments in small to midsize businesses, social selling can serve as a lifeline.

Social Selling 83

Social Selling Lead Generation Social Media Up-Sell 83

Lead411

JULY 25, 2023

5 Top B2B Sales Books for 2023 Keeping up with the newest sales tactics is always a point of emphasis for any successful sales team. This groundbreaking book by Steve Kaplan takes you on a journey through the revolutionary impact AI has on marketing, sales, and customer service!

B2B 98

B2B Top of Funnel Lead Rank Funnel 98

Mr. Inside Sales

SEPTEMBER 4, 2020

Do you need customized keynotes or breakout sessions on subjects like: Prospecting – Both B2B & B2C Dealing with gatekeepers Overcoming objections and Stalls Virtual Presentation Skills Setting follow-up appointments Motivation and Attitude Adjustment And much more! Need More Proven Responses to the Selling Situations You Face Every Day?

Hiring 156

Hiring Gatekeeper Face-to-face Inside Sales 156

Zoominfo

JULY 12, 2022

And to create a pipeline, you have to book meetings — which is no small feat. And the longer it takes to get a meeting on the books, the more likely you are to lose the opportunity altogether. ZoomInfo Schedule, our advanced scheduling software, allows site visitors to book a meeting directly with the right sales rep.

Meeting 100

Meeting Demand Generation Demand Generation Targets Microsoft 100

DiscoverOrg Sales

APRIL 11, 2019

Spring break means vacation – and vacation means plenty of down time to catch up on reading! So order the margarita, stroll down to the beach, and grab a book for a little beach reading. This alone may set this book apart from a lot of other sales dev books by some sales training professionals.). What will it be?

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

Alice Heiman

OCTOBER 11, 2021

I do read many sales books, and I recommend most of them, but the books that aren’t directly about sales are the ones that end up making me think about sales from a different perspective. . I don’t have a lot of time to read, so I admit, I listen to most books. I read/listen to at least one business book per month. .

Revenue 111

Revenue Call-back Competition Up-Sell 111

Allego

JANUARY 4, 2022

But there’s another avenue for professional development you can put to use without having to schedule another meeting on your calendar—books! I’ve rounded up eight sales books from experts and influencers in the space that I believe carry key insights instrumental to our growth as sales professionals in the year ahead.

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Hiring Webinar Metrics Sales Enablement Maximizer 127

The Pipeline

MAY 26, 2016

One of the great things in what I do is the opportunity to meet a range of thinkers and doers involved in sales and helping others sell better. Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle. The book is laid out to help you succeed in the role.

Sales Management 180

Sales Management Coaching Sports Promotion 180

Smooth Sale

DECEMBER 23, 2021

Note: Nicole Garrison, provides today’s guest Blog, ‘Will you improve with these sales books?’. She adds, “if I ever write a book on effective sales training, I will title it “Relationships and Technology – The 21st Century Approach to Sales.” Will You Improve with These Sales Books? Gap Selling (B y Keenan) .

Hiring 78

Hiring Social Media Follow-up Research 78

Mr. Inside Sales

OCTOBER 7, 2019

By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but also equipped with proven sales skills they can use to instantly perform better! This book will give your team even more takeaways and valuable techniques they will use all year long to make more sales!

Face-to-face 121

Face-to-face B2C Inside Sales Gatekeeper 121

Gong.io

APRIL 2, 2021

Even if you only master one of these pipeline-building techniques and you’ll end the month with more meetings booked (and close the quarter on the right side of quota). Want to totally level up your sales prospecting game? Now, before you get stuck on the idea that this technique could never work, consider the data to back it up….

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Meeting Prospecting Cold Calling ROI 124

The Sales Hunter

MARCH 7, 2012

Yesterday we officially launched “ High-Profit Selling: Win the Sale Without Compromising on Price ,” and it is taking off, reaching #1 and #2 Hottest Selling New Sales book on Amazon for trade paperback and Kindle. Simply buy the book, go to this page to claim your FREE bonuses. Selling More by Talking Less.

Up-Sell 137

Up-Sell Motivation Objections Benefit 137

SBI Growth

FEBRUARY 8, 2013

If Sales Books lived up to the claims they made, we’d all be at 300% of quota every year. Of the thousands of books published annually, many are just inspirational fluff. However, Sales VPs we interview always ask about specific sales books. Download this tool to see the top 5 books we recommend to Sales VPs.

Case Study 300

Case Study Consumer Study Face-to-face 300

The Pipeline

NOVEMBER 3, 2016

Years ago, I read a stat that suggested most sales people do not read even one sales book a year, and that was before access to sales blogs and curators of blogs, and a host of other sources (of dubious quality). Don’t let the title fool you, this is not a book full of closing tricks like the Ben Franklin Close or The Columbo Close.

Closing 120

Closing Education Consumer Up-Sell 120

Sales 2.0

JUNE 8, 2014

Next time you join a new company or change your sales role in your company, you’re going to want to have a copy of Jill Konrath’s new book: Agile Selling. When you’re in a new sales job you will have a very limited amount of time to produce results or you’re going to end up looking for new gig.

Up-Sell 199

Up-Sell Tools Sales System 199

Vengreso

JANUARY 13, 2023

I’m not a book reader in general and prefer consuming content in short, small bites. In fact, I find books a little overwhelming at times. Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. I’ll be the first to admit it!

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

The Pipeline

MAY 19, 2016

If sales and selling is the last of the black arts, then sales management lurks in its darkest corners. Delivering a specific set of skills to manage modern sales forces successfully, to ignite the joy of selling and surpass sales objectives year after year. By Tibor Shanto – tibor.shanto@sellbetter.ca . Coaching For Success.

Hiring 180

Hiring Sales Management Airlines Case Study 180

Anthony Iannarino

JULY 7, 2019

At the time, I was not allowed to drive, a difficult obstacle to overcome when you have to book sales meetings—or if you need a few things from the grocery store. While I had always been a reader, during my recovery, I started reading a book a day. At some point, I started picking up books on sales and business.

How To 111

How To Face-to-face Up-Sell Compensation 111

The Pipeline

OCTOBER 20, 2016

We were exposed to social selling, inbound marketing and a host of other alternatives that had two things in common, one they all insisted that these were the only thing you needed and anything that was present before the Lehman melt is no longer valid, and should be abandoned. And let’s face it, if you can’t prospect, you can’t sell.

Prospecting 120

Prospecting Face-to-face Call-back Cold Calling 120

Hubspot Sales

JANUARY 21, 2021

To help you prepare for your eventual takeover of the business world, we've compiled a list of the 30 best books on entrepreneurs. The 30 Best Entrepreneur Books. The 30 Best Entrepreneur Books. The title might seem too good to be true, but this book took the business world by storm. But I got so much more.

Outsourcing Services 134

Outsourcing Services Face-to-face Social Media Motivation 134

Salesmate

SEPTEMBER 18, 2020

Well, you can get many tips, tactics, and strategies from various sales management books. Best sales management books you must read. I invest some time reading some best sales management books and getting actionable takeaways to amp up your sales team’s performance. The book is nicely laid out. The Sales Boss.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Lead411

DECEMBER 2, 2023

5 Top B2B Sales Books for 2024 Keeping up with the newest sales tactics is always a point of emphasis for any successful sales team. This groundbreaking book by Steve Kaplan takes you on a journey through the revolutionary impact AI has on marketing, sales, and customer service!

B2B 52

B2B Top of Funnel Lead Rank Campaigns 52

Sales 2.0

MAY 8, 2023

If you’re taking a new job in sales or marketing, read this book first. I love the “bullseye framework” developed by Louis Gudema and explained in his book Bullseye Marketing —just out this week in its second (updated) edition. The Bullseye Framework Step 1: Sell to your current clients. Here is in its simplest form.

Marketing 39

Marketing Intent Data Social Media Advertising 39

Sales 2.0

MARCH 6, 2024

This uptick in the need for AEs to self-source deals has likely been driven by economics, the need to “do more with less”, but is I trend that may continue as AI tools free up AEs from admin tasks. You can’t just show up to a meeting and ask questions (“solution selling”). More details in her classic book No More Cold Calling.

Lead Rank 195

Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

Understanding the Sales Force

MARCH 20, 2024

My wife thought I would enjoy a book she found at the airport bookstore and I agreed that it looked compelling. Cold-Case Christianity is a book by J. Up until the moment of the shooting, Wallace believed that a bullet-proof vest would stop a bullet and save his life. It will be worth it!

Sales Process 334

Sales Process Sales Methodology Decision Maker Pipeline 334

Salesmate

JULY 28, 2020

Books help in expanding knowledge. So, take the help of various sales books to enhance your knowledge and brush up your skills. 25 sales books you must-read in 2020. Here is a compilation of top sales books that you should consider reading in 2020 to improve your performance and reach your sales goals.

Lead Rank 103

Lead Rank Buyer Outbound Influencer 103

Understanding the Sales Force

FEBRUARY 22, 2023

I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more.

Top of Funnel 406

Top of Funnel Positioning Scale Inbound 406

The Sales Hunter

DECEMBER 9, 2014

My good friend and business associate, Andy Paul, has written Amp Up Your Sales: Powerful Strategies that Move Customers to Make Fast, Favorable Decisions. ” Well, here’s why you should care and buy this book. I imagine some of you are thinking, “Who cares?!”

Consultative Selling 196

Consultative Selling Selling Skills Up-Sell Strategy 196

Jeffrey Gitomer

OCTOBER 17, 2011

FREE E-Book: The Little Book of Listening. Listening is one of the BIG THREE in selling, the other two are asking (engaging), and being friendly. I’d like to help you get better at listening by giving away one of my free e-books: The Little Book of Listening. Online Training. See Jeffrey Live! Hire Jeffrey.

Hiring 170

Hiring Social Media Loyalty Cancellation 170

Score More Sales

JANUARY 23, 2013

One of my weaknesses, as a “student of sales” and as a “student of life” is in buying business books. Real, hard bound and soft cover old school books. As one of those odd ducks who only reads non-fiction, over the years I’ve gathered hundreds of books on the shelves. Get new (to you) books.

Marketing 218

Marketing Outbound Follow-up Influencer 218

The Pipeline

AUGUST 22, 2016

All the more reason why Jack Malcolm ’s new book Lean Communication for Sales , is a must read for sales people and their managers. Regardless of how you answer this question today, you will be in a better position to answer and act after you read this book. Talk less, Sell more - Click To Tweet.

B2B 120

B2B Buyer ACT Sales 120

Gong.io

JANUARY 25, 2022

The goal: Moving a deal through the sales funnel — cold call to booked meeting and meeting to negotiation and proposal & pricing conversation to a new logo. What’s up?” . makes you 40% less likely to book a meeting: That’s a 0.9% It’s time to make your pitch, to sell the meeting << the ultimate goal of a cold call.

Cold Calling 118

Cold Calling Meeting How To Call-back 118

Close.io

DECEMBER 3, 2019

They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Occasionally though, you need to go back to the drawing board and find out the gaps in your selling process. We’ve already introduced you to amazing sales books.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

InsideSales.com

JULY 1, 2020

There are countless books out there on any and every topic. As a seasoned leader in the sales industry, we’ve put together a list of the top 10 books we believe every sales leader should read. Read up on a new sales system that helped add $100 million in recurring revenue to Salesforce.com. Simplified.,

Handbook 98

Handbook Inbound Sales Qualified Lead Revenue 98